INITIAL ANALYSIS The initial focus was in the parts area. A preliminary study was performed by Dynatron Software that determined Bozard's CP parts markup percentage. This initial study did not result in any warranty increase opportunity based on the current CP parts pricing policy. The only way to impact the warranty parts rate would be to adjust the CP rates. Initially, the Bozard Parts Manager did not want to negatively impact customer retention with any changes to pricing. Therefore, the project was put on hold for several months while the Parts Manager and his team determined the best course of action. SECONDARY ANALYSIS During the time the project was on hold, the Parts Manager had the opportunity to " digest " the idea that parts pricing optimization could be beneficial without jeopardizing customer retention. His openness resulted in a partnership with a Dynatron Coach to review and modify the pricing where appropriate. This resulted in an increase of CP parts markup by 32% over the previous 12 months. WHAT IS A PARTS PRICING MATRIX? Dynatron worked together with Bozard to set up a Parts Pricing Matrix that had an impact of increasing their parts markup by 32%. Using one year of CP, sold JANUARY FEBRUARY 2023 || FIXED OPS MAGAZINE 59http://pdxdelivers.com